News•Mar 16, 2026
Want Customers to Take Action? Stop Asking.
Salespeople often ask customers directly, triggering psychological reactance. By framing requests as implied norms rather than explicit asks, they reduce resistance and increase compliance. The article illustrates this with a restaurant sign, an email newsletter, and sales‑conversation examples, leveraging reactance, social norms, and presupposition. Adopting implied language makes desired actions feel natural.
